This is the Legit Big Dog. The All Star rep. The President’s Club member. The 130% to quota every month type of Rep. They know it’s a numbers game but they also know that every call is with a human. They don’t carry buckets and they don’t attach firehoses. They build a pipeline from the dam to their field and irrigate the land every day.

Under Adam’s training I learned the operations side of sales. How to listen for the real “why”. How to handle objections. How to negotiate price. How to use silence on a close. It was first rate training and far more applicable than anything I’d learned at PwC.

But Adam isn’t the best salesman I know. That title belongs to Grampy; my dad’s dad.